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SaaS Interviews with CEOs, Startups, Founders

What if you knew data behind the fastest growing SaaS companies today? Each morning join Nathan Latka as he spends 15 minutes interviewing SaaS founders. You'll learn how SaaS CEO's launched their startup and grew it into a business. SaaS Founders range from bootstrapped to funded, MVP to 10,000 customers, pre revenue to pre IPO.
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Now displaying: Page 1
Dec 17, 2016

Ian Cullen, a demand generation expert and the co-founder of Leadiro, an account-centric data platform designed to enable account based marketing and sales development efforts at named accounts. Ian was previously the co-founder of Internal Results, which was acquired by Madison Logic in May 2016. He started his first business, Target 250 in 2001, grew it to a team of 130 staff and it was a leading B2B technology based, lead generation company   which was sold in 2010.

Famous Five:

  • Favorite Book? – The Magic of Thinking Big
  • What CEO do you follow –  N/A
  • Favorite online tool? — SimilarWeb
  • Do you get 8 hours of sleep?— Yes
  • If you could let your 20-year old self, know one thing, what would it be? – “Work hard because nothing happens overnight and if you really focus and you can achieve anything”

 

Time Stamped Show Notes:

  • 01:37 – Nathan introduces Ian to the show
  • 02:25 – Ian says he sold Target 250 for simply “not enough”
  • 02:35 – Ian received investments from bench capitalists for Target 250
  • 02:48 – After 6 months, Ian sold with a soft landing
  • 03:19 – One year, non-compete, Ian set up an another company and sold it
  • 03:48 – Chris is a partner and cofounder of Leadiro
  • 03:57 – What Leadiro does and how they make money
  • 04:00 – New startup, four months old, Leadiro is a B2b service platform that offers account-based marketing
  • 05:19 – You can send cold emails to leads that are relevant
  • 05:41 – Customers pay monthly or quarterly basis
  • 05:55 – Average customer pays $ 20,000-40,000 per year but can be much higher, $ 6-10,000 per month depending on customer’s volume
  • 07:00 – Launched July 2016
  • 07:06 – Serving under 20 customers
  • 07:29 – Customers are people we know in the industry
  • 07:57 – Our customers are people that are launching certain products into the market to a specific audience
  • 08:25 – Do they need help in reaching out to a larger audience as opposed to their first party list of possible customers?
  • 08:35 – Why are people buying your data instead of others?
  • 08:41 – Our platform is proprietary, easy to use
  • 08:59 – “You can upload a list of domains within 10 seconds [of using our product] and pull out a specific audience within those accounts” and get their email addresses
  • 09:12 – For example, there are 200 companies you want to target, upload that to our platform, and you have a list of everyone who works in those companies (job title, level, function), and can select what you want
  • 09:52 – Very common product, that people that win are those who market better
  • 10:18 – Like Siftery, but Siftery doesn’t get you the leads
  • 10:53 – Leadiro’s current revenue: $50,000
  • 11:06 – Leadiro is self-funded
  • 11:09 – Ian does not want to raise
  • 11:19 – Team size: 6 people
  • 11:31 – Hired people to develop full-time, remote, in New Zealand
  • 11:56 – 3 in UK, 1 in Ireland, 2 in NZ
  • 12:56 – 50,000 in MR divided by 20 customers = Monthly RPU: $2500 per customer
  • 13:11 – Early cancellations, because they’re in a learning stage
  • 13:25 – One big struggle with this particular product—companies can download everything they need and leave
  • 13:46 – Nathan wonders if these types of companies are SaaS companies or should there be a one-time fee where customers get what they need and leave?
  • 13:55 – Something they are still working out, perhaps a 1-2 month subscription
  • 14:22 – Discussion of competitors and who is doing the same thing well
  • 15:21 – To connect with Ian, go to his LinkedIn
  • 16:53 – The Famous Five

 

3 Key Points:

  • Always think of how your product sets you apart from your competitors and SELL to that strength.
  • A startup and any business for that matter is a work in progress—just keep at it.
  • Work hard, focus in on your task, and you can achieve ANYTHING.

 

Resources Mentioned:

  • Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
  • Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel
  • Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal
  • Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible.
  • Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.
  • The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences
  • @Qwil – Johnny’s business Twitter handle
  • Blog - Johnny’s business blog site
  • Qwil.co – Johnny’s business website
  • Show Notes provided by Mallard Creatives
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